YEAR GEAR SKYSCRAPER AREA. Dawn Otten-Sweeney Glengarry Blvd Canton, MI

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1 SKYSCRAPER AREA Get Y r YEAR in GEAR 2021 Dawn Otten-Sweeney Glengarry Blvd Canton, MI dawnmk@comcast.net dawnotten-sweeney.com dawnottensweeney.bandcamp.com (downloadable training) Facebook: Dawn Otten-Sweeney

2 Get Y r YEAR in GEAR 2021 Women Determined to Thrive W k Hard, Dream Big, Trust God! 9:00 AM Welcome to Get Your Year in Gear Training- Dawn 10 AM 10:15 AM Coffee Break Assignment: Coaching Formula Evaluate your Oct/Nov/Dec and text your Director a picture. New Director Panel 11 AM Mid-Year Recognition- Team 100/SALES 11:15 AM Post my Party 11:45 AM 1:15 PM Working Lunch Break Take the next 90 minutes to create new momentum in your business. Assignments to be given. Mid-Year Recognition- Team Building/Video Launch 2 PM Limiting Beliefs - NSD Kim McClure 3 PM Wrap Up 3:15 PM Unit Time 1

3 SKYSCRAPER AREA C e Beliefs & Behavi s 1. ALL IN / No Plan B 2. Fast AND Strong! 3. We make $$$ selling this product! 4. The Skin Care class is THE vehicle. 5. We play by Mary Kay Ash s rules of the game. 2

4 Dawn s Coaching Formula 1. NUMBERS ( # of new leads, # of new target market faces, # of bookings made, # of bookings held, # of interviews, # of new team members) Directors add # of unit interviews & unit size - 2. TARGET MARKET People who meet 3 out of 4 of these market stats. Own a home Married Have children Some education years old 3. SKILLS / SYSTEMS 4. YOU 3

5 New Director Panel DISCUSSION NOTES: MY BIGGEST AHA MOMENTS FROM THE PANEL: 4

6 build a $10,000 monthly income in 6 months holding just 3 classes per week! Use this tired and proven plan originally shared by Tammy Crayk, Million Dollar Director, hold 3 classes per week and you will be: Driving a silver Chevy Malibu company car in 3 months Looking lovely in a Director s Suit in 4 months A Fabulous 50s Elite Director in 6 months HOW THIS PLAN WORKS The average skin care class has four guests. At twelve classes per month x 4 guests you will see 48 new faces a month! One in two ladies will buy a skin care set. The national average production for a skin care class is $200. Twelve classes per month x $200 in sales = $2400 in retail sales per month. One in five will hear about Mary Kay as a career and become a consultant. If just one of the five women you share Mary Kay with each month adopts this plan right behind you it will work almost effortlessly! Remember, you are probably going to get approximately four No s for every Yes you receive. If you don t have four guests at each class re-examine your hostess program. If one in five interviewed recruit prospects don t sign up, you may need to re-evaluate the type of people you are trying to recruit. 1ST MONTH - YOU ARE ON YOUR WAY! Hold 12 classes (3 per week) with an average of 4 guests per class. Sell $2,400 in new business ($200 per class). Place a $1200 Wholesale Order. Market Mary Kay as a career with 48 guests (4 people per class X 12 classes). Recruit 5 new team members. Average $5000 personal team productions (based on conservative average of $1000 per recruit). Team building bonus ($50 on qualified recruits #4 & #5) Your 13% check (for 5 team members plus your order) TOTAL MONTHLY INCOME $ $ $ $1,

7 2ND MONTH - IT IS GETTING EXCITING! Hold 12 classes (3 per week) with an average of 4 guests per class. Sell $2,400 in new business ($200 per class). Place a $1200 Wholesale Order. Market Mary Kay as a career with 48 guests (4 people per class X 12 classes). Recruit 5 new team members. Average $5000 personal team productions (based on conservative average of $1000 per recruit). Team building bonus (5 X $50 on qualified recruits) Your 13% check (for 5 team members plus your order) TOTAL MONTHLY INCOME $ $ $ $1, RD MONTH - SUBMIT D.I.Q. COMMITMENT CARD ON THE 1ST Hold 12 classes (3 per week) with an average of 4 guests per class. Sell $2,400 in new business ($200 per class). Place a $1200 Wholesale Order. Market Mary Kay as a career with 48 guests (4 people per class X 12 classes). Recruit 5 new team members. Average $5000 personal team productions (based on conservative average of $1000 per recruit). Team building bonus (5 X $50 on qualified recruits) Month 1 team members probably reordering about $1200 Your 13% check (for 5 team members plus your order) $ $ $ TOTAL MONTHLY INCOME $2, TH MONTH - IT IS REALLY PICKING UP!! Hold 12 classes (3 per week) with an average of 4 guests per class. Sell $2,400 in new business ($200 per class). Place a $1200 Wholesale Order. Market Mary Kay as a career with 48 guests (4 people per class X 12 classes). Recruit 5 new team members. Average $5000 personal team productions (based on conservative average of $1000 per recruit). Team building bonus (5 X $50 on qualified recruits) Month 1 & 2 team members probably reordering about $3500 Your 13% check (for 5 team members plus your order) $ $ $ TOTAL MONTHLY INCOME $2,315.00

8 5TH MONTH - ALMOST THERE!! Hold 12 classes (3 per week) with an average of 4 guests per class. Sell $2,400 in new business ($200 per class). Place a $1200 Wholesale Order. Market Mary Kay as a career with 48 guests (4 people per class X 12 classes). Recruit 5 new team members. Average $5000 personal team productions (based on conservative average of $1000 per recruit). Month 1, 2, & 3 team members probably reordering about $6500 Your 13% check (for 5 team members plus your order) Director 13% check (including commission on your personal production) Unit Development Bonus on Qualified Recruits Unit Production Bonus 6TH MONTH - THIS IS IT!! TOTAL MONTHLY INCOME Hold 12 classes (3 per week) with an average of 4 guests per class. Sell $2,400 in new business ($200 per class). Place a $1200 Wholesale Order. Market Mary Kay as a career with 48 guests (4 people per class X 12 classes). Recruit 5 new team members. Average $5000 personal team productions (based on conservative average of $1000 per recruit). Month 1, 2, 3 & 4 team members probably reordering about $9000 Your 13% check (for 5 team members plus your order) Director 13% check (including commission on your personal production) Unit Development Bonus on Qualified Recruits Unit Production Bonus TOTAL MONTHLY INCOME $ $ $ $ $ $8, $ $ $ $ $ $10, FABULOUS 50s ELITE COMPLETE 20 NEW NON-PERSONAL UNIT MEMBERS UNIT IS NOW 80 CONSULTANTS TOTAL UNIT PRODUCTION $37,200 THE KEYS TO SUCCESS Your 5 monthly recruits need to be able to get started and have the desire to succeed. Recruits should come from your classes. Your recruits should hold classes and recruit from them. Give an introduction to Mary Kay as a career at every class with all guests. Your recruits should also give an introduction on Mary Kay at classes. If you fall behind one week make it up in the next by holding extra classes. If your numbers aren t meeting with the averages listed on the first page discuss skill building with your Director right away. Don t fall behind. 7

9 EXEC NSD CHERYL WARFIELD S PLAN HOW TO MAKE $100,000 A YEAR AS A FIRST YEAR DIRECTOR! HOW RESULT WHOLESALE PRODUCTION PROFIT (INCOME) SELL $1000 EVERY SINGLE WEEK! (7-10 FACES & 10 CUSTOMER REORDERS) $4000 IN RETAIL SALES PER MONTH $2000 WHOLESALE $ FACES & 30 INTERVIEWS PLUS 10 CUSTOMER CALLS WEEKLY 2-5 PERSONAL RECRUITS EACH MONTH WITH 2-5 NEW PERSONAL RECRUITS (AT $1000 AVERAGE 1ST ORDER) = $5000 WHOLESALE TOTAL WHOLESALE = $25000 X 13% = $3,250 10% BONUS = $ UNIT INTERVIEWS (10 WEEKLY) 7-10 UNIT RECRUITS $10000 WHOLESALE NEW RECRUIT PRODUCTION 5 QUALIFIED GIVES YOU $500 2 QUALIFIED PERSONALS =$200 $500 +$200 = $700 PERSONAL TEAM ($8000wh) = $1040 WORK WITH 5-8 KEY PEOPLE & NEW PEOPLE HAVE A WEEKLY BOOKING CONTEST FOR THE UNIT TO KEEP DATEBOOKS FULL. WORK WITH KEY & NEW PEOPLE TO MOVE UP. BASE UNIT ORDERS ON A CONSISTENT BASIS. $8000 WHOLESALE UNIT PRODUCTION PROFIT FROM SALES = $2000 $9440 X 12 MONTHS = $113,280 8

10 POST MY PARTY NOTES: 9

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12 WHOLESALE TRACKING Personal Production You may contribute up to $5,000 in personal wholesale Section 1 production. Each bubble is $100. Each line is $1,500. Team Production Your team must contribute a minimum of $18,000 wholesale Section 1 production. Each bubble is $100. Each line is $1,

13 MONTH ONE Each bubble is $100. Each line is $900. Personal Production $1,250 Personal Goal Active Team Members Team Production $4,500 Team Goal MONTH 1 ENDING NUMBERS Active Team Members: Active Team Members Needed: Total Wholesale: Total Wholesale Needed: MONTH TWO Each bubble is $100. Each line is $900. Personal Production $1,250 Personal Goal Active Team Members Team Production $4,500 Team Goal MONTH 2 ENDING NUMBERS Active Team Members: Active Team Members Needed: 12 Total Wholesale: Total Wholesale Needed:

14 MONTH THREE Each bubble is $100. Each line is $900. Personal Production $1,250 Personal Goal Active Team Members Team Production $4,500 Team Goal MONTH 3 ENDING NUMBERS Active Team Members: Active Team Members Needed: Total Wholesale: Total Wholesale Needed: MONTH FOUR Each bubble is $100. Each line is $900. Personal Production $1,250 Personal Goal Active Team Members Team Production $4,500 Team Goal MONTH 4 ENDING NUMBERS Active Team Members: Active Team Members Needed: 13 Total Wholesale: Total Wholesale Needed:

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18 Time to make a list of who I need to ask! I NEED TO ASK THE FOLLOWING WOMEN: TO TRY THE PRODUCTS: TO FIND OUT MORE ABOUT THE OPPORTUNITY: 17

19 TO TRY THE PRODUCTS: TO FIND OUT MORE ABOUT THE OPPORTUNITY: 18

20 BUBBLE TRACKING SHEET Attempt, left message texted, etc. Contact made, said No BOOKED! Fill in one Bubble Tracking Sheet and you can expect 10 bookings, 5 out of 10 will hold. At $200 per appt. average sales = $1000 average sales for 5 appts. = 1 sheet is $500 average profit. 10 sheets filled out between your team is $5000 average car production. When texting, you must get a response back to count as an attempt. Numbers are based on quality prospects. You should obtain at least 10 bookings per completed sheet. 19

21 BOOKING & INTERVIEW SCRIPTS Hi, (name), I m so excited! I just started my own Mary Kay Business! Part of my initial training is to get the opinion of our products from 30 women in my first 30 days. I have or available. Which would be better for you? Great! Also since I need 30 practice faces, do you think you could invite a few girlfriends to join you to help me reach my goal of 30 faces? I ll have a great gift for you as a Thank You!! I really appreciate you supporting the launch of my new business! Hey (name)! I hope this message finds you well! I m so excited, I just started my own Mary Kay business and part of my initial training is to get the honest feedback from the sharpest women I know of how my new business works! Of course I thought of you (insert why you admire her, what makes her so sharp etc). Would you be willing to help me with my training and give your feedback? Hey (name)! I know Mary Kay s isn t anything you ve ever considered for yourself, in fact it s probably not for you. But would you be willing to listen to how Mary Kay works to help me with my training? 20

22 TEAM BUILDING TRAINING NOTES: 21

23 Follow up to Dawn s New FUN, Fast, Facts 1. If you ever started a MK business, what would be the number 1 reason be? 2. Why do you think you would be good at it? 3. Are you a leader? 4. Other than fear, what would hold you back from getting your consultant number today? If nothing, get her kit ordered. If something, overcome, sharing zoom, hostess, referrals 22

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25 NOTES: Limiting beliefs - NSD Kim Mcclure NSD Kim McClure 223 Meadow Brook Dr. Cranberry Township, PA MY BIGGEST AHA MOMENTS: 24

26 LIMITING BELIEFS/POWER STATEMENTS EXERCISE What are 5 limiting beliefs LB you have about yourself? They often are negative self-talk (i.e I can t, I m not good enough, I m not smart enough...) Behind every fear is a debilitating belief. A Power Statement states why the LB is a lie. 1) Limiting Belief: Power Statement: 2) Limiting Belief: Power Statement: 3) Limiting Belief: Power Statement: 4) Limiting Belief: Power Statement: 5) Limiting Belief: Power Statement: * Important to say your power statements 1-5 times a day for 63 days. Example: Kim s Limiting Beliefs/Power Statements: 1) Limiting Belief: Not enough time. Power Statement: I have all the time in God s economy It s his goal. I built a Million Dollar Unit in 9 years. I built a National Area in 1 year. Nothing is Impossible with God. 2) Limiting Belief: Too Old Power Statement: Maturity, Wisdom are my advantage. Millennials want mentorship and value it like never before. 3) Limiting Belief: Not Disciplined. Power Statement: Seriously? I am disciplined! I make great choices when I decide and I m passionate. 4) Limiting Belief: I don t believe it can happen. Power Statement: I didn t think I d ever be #1 in the World and I was 3 times. Believe in what God has shown you. 5) Limiting Belief: People don t want to be with me. Power Statement: I am a child of the King - his masterpiece, he created me, he has the right matches and my right matches want me. 25

27 MY 2021 GOALS! Get Your Year in Gear... by stepping out on faith; to getting out of your comfort zone and to being your best! Take a few minutes to plan your goals over the next 6 months. Be as specific as possible. Examples of Goals: Earn my Spark Achiever Jewelry, Be a Star Consultant by March 15. Sell $1000/$2000/$3000 monthly/yearly. Develop 50 new skin care customers. Hold 10 Virtual Parties. Add a new Team Member each month. Medal (3,4, or 5 new team members) every month. Promote myself to Star Team Member (3-4)/ Team Leader (5-7) Go into DIQ with 10 Active. Earn my car. Debut as a new Sales Director, Team 100. BY JANUARY 31, I will achieve the following goal(s): BY MARCH 31, I will achieve the following goal(s): BY JUNE 30 (end of the seminar year), I will achieve the following goal(s): I will develop the following habit(s) to support my goals: 26

28 These are Mary Kay s Last Words at 1997 Seminar; she was not able to speak What more could any woman ask for? To be surrounded by all of you to feel and to hear of all your love; to feel the great joy in this arena I m convinced I must have done something right. It is true, I did see the dream! I did see the vision! I did provide you the vehicle, and for 34 years I have watched with such pride, because you just took my dream and this opportunity and ran with it. And you will continue to run with it because there are so many women who want to follow your great example. Believe me, we have so many lives left to touch! This work will never be finished Never, never, never! I am so blessed by each of you who are inspired by my example! Today I would like to think that you can use my example and let it inspire you to become your own best example. It is so simple when you understand the big picture of what we re about. Then, and only then, are you fully capable of being the best you can be, inspiring others. Thank you from the bottom of a very grateful heart for allowing me to touch your life. And now, listen... Now it s your turn to run with your dreams, and touch more lives than I have ever imagined. 27

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